Next-generation products for your next generation of clients

Next generation planning

Many of your clients will have children or grandchildren who are ‘millennials’. Born between the early 1980s and 2000s, this generation faces a perfect storm of low wage growth, an insecure labour market and soaring house prices – all of which can make ambitions like home ownership seem like a distant dream. No wonder the ‘Bank of Mum and Dad’ is so keen to lend a hand.

As an adviser, you can recommend products that will let those fortunate baby boomers help out in the most tax-efficient way possible. At the same time, you can take the opportunity to introduce younger family members to the benefits of financial advice, safe in the knowledge that they could become your next generation of clients.

A persistent opportunity

Research conducted by AJ Bell shows that more than 50% of assets under advice have a persistency of between 6 and 18 years – this is based on the life expectancy of the current owner of the assets. Developing early relationships with the beneficiaries of these assets resets the persistency countdown and helps to future-proof your business – as well as delivering the many benefits of financial advice to customers who may not otherwise look for it.

Source: AJ Bell research

Meet the family

Gaining the trust, and therefore the future business, of your clients’ children and grandchildren may not be as simple as you would first think. Surprisingly, in a recent survey 50% of 22- to 37-year-olds stated that they would not consider using their parent’s financial adviser. Countering this resistance may demand some creative thinking, but the rewards – both for you and this next generation of clients – could be significant.

£5.5 trIntergenerational transfers in the UK over next 30 years

Source: The Centre for Economic and Business Research

57%People aged 22-37 who would not consider using their parent’s financial adviser

Source: Engage Insight research

Financial planning and the next generation

Next generation investing

Wide range of products

Low-cost Junior SIPP, Junior ISA and Lifetime ISA with custody charges up to 0.20% p.a., dealing from £0 and no establishment or quarterly administration charges where assets are held on our Funds & Shares Service*.